Posts tagged ‘overcoming objections’

ABC – Always Be Closing – is so 1992. Try ICC – Inquire, Clarify, and Challenge.

The sales landscape has changed. The famous ABC concept (Always Be Closing) doesn’t work very well anymore. Most advisors and financial professionals don’t sell transactional products, and clients have access to information like no other time in the history. So while the close is still…

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Cold calling doesn’t have to be so cold

If you’ve spent the last six months cold calling a list with over 1,000 names pulled from a database (i.e. all benefit plans with $X in assets, $X participants, in the state of Y) – we should talk. You’re vertical cold calling – moving down a list, using the same pitch, maybe with a…

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